It can seem challenging at times to find new ways to grow
and expand your consulting business. What it always comes
down to is putting a marketing system in place and sticking
to it on a consistent basis. Below are 4 things you can
add to your marketing system.
Finding a Good Business Partner
A good way to grow your consulting business is to find a
partner. There are few good reasons for this. First of
all you are expanding your potential client base. But you
are also increasing the value of your service. How so? In
looking for a good partner, find someone who brings a
different set of skills and who therefore complements
yours. For example, maybe you are bad at developing
prospects for your business; find a partner who is a wiz at
consulting marketing. If you are someone who is more goal
oriented, and always looking at the big picture, find
someone who is more detail oriented. Keep in mind, your
partner should share your goals. Have the same philosophy
in building your business. Once you find someone who is a
good match, make a written agreement between the two of you
and you are on your way to growing your consulting business.
Join the Chamber of Commerce
For a business consultant, this is a must. There are few
better ways to introduce your consulting services to the
local business community than here. Your business may be
more National than local in reach but remember, much of
your business will come from referrals from happy clients
that refer you to their contacts who could be just about
anywhere in the country.
Be sure to be a regular attendee at the mixers and
functions and always have enough business cards on hand to
give out. As you meet other members be sure not to sell
anybody right there and then. Wait until you get to know
them a bit. You will find that they will be asking you
about your services in many cases.
Accept Credit Cards Anywhere
Of coarse you should be accepting credit cards, and another
way to grow your consulting business is with mobile credit
card processing. A great way to do this is to accept
credit cards by phone. These dial pay accounts allow you
to close the deal in person write as the agreement has been
made. For example, your customer may verbally commit to
you on the sale or service you are providing but unless you
can finalize that agreement with payment, you may risk
losing the customer to other day to day distractions or
worse yet, to another consulting service. Having a
merchant account that can work on any telephone, including
a cell phone gives you this powerful advantage and again
will only increase your sales and profitability as a
consulting firm.
Transaction Based Referrals
You have always heard that in order to grow your consulting
business you have to have happy so they will send you nice
warm referrals. Unfortunately, that is not always the case.
Often times they are simply too busy to do so. That is
where transaction based referrals come in. Simply stated,
a transaction based referral is asking for a referral at
the point of payment or contractual agreement. A great way
to do this is to offer some kind of discount for your
service per referral and perhaps even a greater discount if
they purchase your consulting services. This will even
encourage your client to call the referral and recommend
your services so that by the time you contact them they are
already a warm lead.
Whether you are in small business consulting, computer
consulting or any other area of expertise, using these
simple ideas can help you take your business to the next
level. And remember, building your business is about
having a marketing system that you stick to consistently.
----------------------------------------------------
Philip Ritchie is a National Consultant for hundreds of
sales reps in the merchant bankcard industry. To learn
more about setting up a merchant account with dialpay
service visit http://www.chargeonphone.com
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